This sales plan helps you optimize allocation of sales resources. It extracts sales trends from historical data, then overlays the trends with managers' judgments about how markets are changing.
Product managers enter targets for products, location managers enter targets for countries, and so forth for industries and channels. This method uses the expertise in your organization and yields a plan that everyone can buy into.
You get a plan that is consistent from the fine detail to company totals.
This plan enables you to focus on the sales plan, not on building models. There is nothing to install or learn.
Fully Customizable
Using our automated modelling technology you can create a report
that exactly suits your needs. Turn on and off major features, specify time
line and "dimensions" such as product lines, preferred currency symbols, and
date formats in a simple online form.
Easy to Use
Once downloaded, your data is presented, in a logical and intuitive format in Excel. Your Sales Plan spreadsheet contains:
- A carefully arranged layout
- Comments on every variable table
- Collapsible groups hide detail until needed
- Easy to understand symbolic formulas
- Easy modifiable data and preferences
The Forecasting Process
Compare the versions on the Features tab. Calculating projected against
previous sales works as follows:
- 1) Compute linear regression for each product-market segment from historical data:
- Historical data provides “hidden” trends and correlations among small segments
- New products with no history can be included
- Small and unstable segments prevented from blowing up the plan (thresholds can be specified)
- 2) Enter plans for list prices and discount percentages by segment:
- Defaults to prices and discounts from last historic data (can be overridden
- 3) Roll up sales from micro segments to get sales for large segments
- 4) Enter manager' revenue estimates and adjust the plan to meet them:
- Adjust plan for any segment (product, location, channel, industry)
- Sales units plan (and revenue plan) will update
- Set adjustment factors (can be calculated and suggested by the model)
- The process focuses attention on incompatible targets (e.g. product manager and location manager)
Your model, tailored to your precise requirements, contains all the tools you need to build the best possible plan.